Since 2015, Crystal has built a well-known personality data platform with thousands of paid subscribers and several hundred B2B customers. We've been able to achieve profitability for the past 4+ years with only a small amount of external funding and a strong team of 30.
We are now entering a new phase of growth, and we need an experienced, revenue-oriented SaaS executive to scale our business operations, drive organizational maturity, and help us unlock the revenue potential from our already popular product.
As COO, you will be working closely with the CEO and have the Sales, Marketing, Customer Success, and Operations teams reporting directly to you (with Engineering and Product teams continuing to report to the CEO). You will have ambitious growth goals, but a very high degree of autonomy to achieve them. This position is ideal for a:
- VP-level executive with deep SaaS expertise and a desire to step into a broader leadership role.
- Former CEO or COO of a high-growth SaaS company who has built a "playbook" and wants to use it in a smaller company that is already de-risked, and has solid fundamentals.
- A leader with deep experience in a closely related non-software market, like sales training, sales enablement, or assessments, who wants to bring their domain knowledge and network to a proven SaaS business.
As a team, we aim to move quickly in our decision-making and execution, but be patient about results and revenue. We're investing more and adding headcount this year, but it's definitely not a "grow at all costs" culture. We want Crystal to be a valuable, well-respected, well-loved, self-sustaining company for decades to come. Practically speaking, this means we prioritize excellent UX, value cash flow, stay diligent about paying down technical debt, invest heavily in customer success, and interview A LOT of people for our team.
In this role, you will be responsible for:
- Developing and executing a plan to achieve Crystal's overall revenue growth goals.
- Overseeing our Sales, Marketing, Customer Success, and Operations teams.
- Implementing systems and processes to unify our go-to-market motion and drive excellent SaaS metrics (LTV:CaC and payback period).
- Working with the CEO to develop our financial model, budgets, and quarterly operating plans.
- Assisting our executive team with recruiting and hiring senior-level talent.
- Directly contributing to enterprise sales and retention efforts.
Requirements
- You have 5+ years of experience as a senior sales or operations executive in SaaS or a field directly related to Crystal's core business.
- You can strategize at a 30,000-foot level, but still has the humility and chops to dive into the trenches on a regular basis.
- You deeply understand SaaS metrics; enough to confidently distinguish between "ambitious" and "unrealistic" targets.
- You want to build a technology company with a long-term mindset, in addition to the financial upside.
- You already have a battle-tested playbook of operating systems, processes, and management philosophies.
- You can thrive as a leader in a distributed team environment (all US and Canada).
- You take your work very seriously, but don't take yourself too seriously.
Benefits
- Remote-first work environment with lots of opportunities to travel for team and customer visits.
- A device budget to get your home office set up on Day 1.
- Excellent health, dental, and vision coverage.
- 20 days of PTO.
- Full month, paid sabbatical at your 4-year anniversary (along with a $2,500 travel stipend).
